COMPLETE Samenvatting Active
Learning Sales
H2 tm H13
Niné Christiaanse
,Inhoud
H2 Sales skills..............................................................................................3
2.5 sales skills in actie..............................................................................3
2.6 effectief communiceren......................................................................4
H3 De salesfunnel........................................................................................5
H4 Het creatieve verkoopconcept................................................................5
4.2 Product................................................................................................5
4.3 Prijs.....................................................................................................6
4.4 Plaats..................................................................................................7
4.5 promotie.............................................................................................7
H5 Salesomgeving en strategie...................................................................8
5.1 Omgevingsfactoren.............................................................................8
5.2 de macro-omgeving............................................................................8
5.4 de micro-omgeving.............................................................................9
H6 Strategie...............................................................................................10
6.1 Het vinden van de juiste markt.........................................................10
6.2 strategieontwikkeling........................................................................10
6.3 Strategie – implementatie.................................................................11
H7 het salesplan........................................................................................11
7.2 de interne verkoopcyclus..................................................................11
H8 Consumentengedrag............................................................................13
8.1 Interpersoonlijke factoren.................................................................14
8.2 intra persoonlijke factoren................................................................14
8.3 levensstijlen......................................................................................16
H9 Verkoopkosten......................................................................................18
9.1 Prijs & winstmarge............................................................................18
9.2 Conversie en omgekeerde conversie................................................18
9.3 Winst en rendementsberekening......................................................19
9.4 Rendementsberekeningen................................................................19
9.5 Break-even berekeningen.................................................................19
9.6 de kosten van acties.........................................................................20
H10 Service................................................................................................20
10.2 Serviceverlening.............................................................................21
, 10.3 Soorten service...............................................................................21
10.4 Verschillende servicekanalen..........................................................21
H11 klachtenmanagement.........................................................................22
11.2 klachtenafhandeling in 5 stappen...................................................23
H12 Customer Relationship Management..................................................23
12.2 Het verkoopplanningsproces...........................................................24
12.4 Hoe voer je CRM nou correct uit?...................................................24
H13 Kanaalmanagement............................................................................25
13.1 Omni channel sales.........................................................................26
13.2 vormen van direct marketing..........................................................26
H2 Sales skills
2.5 sales skills in actie
Interne voorbereiding van de salesprofessional met de 5 p’s
1. Product: hij neemt testers, samples of accessoires mee
2. Prijs: prijslijst, kortingen en rekentools om de prijs te bepalen etc.
3. Plaats: overzicht van levertijden, bestelformulieren enz.
4. Promotie: brochures en folders over eigen bedrijf.
5. Presentatie: de juiste outfit, stopdras, visitekaartjes, nette schoenen
Learning Sales
H2 tm H13
Niné Christiaanse
,Inhoud
H2 Sales skills..............................................................................................3
2.5 sales skills in actie..............................................................................3
2.6 effectief communiceren......................................................................4
H3 De salesfunnel........................................................................................5
H4 Het creatieve verkoopconcept................................................................5
4.2 Product................................................................................................5
4.3 Prijs.....................................................................................................6
4.4 Plaats..................................................................................................7
4.5 promotie.............................................................................................7
H5 Salesomgeving en strategie...................................................................8
5.1 Omgevingsfactoren.............................................................................8
5.2 de macro-omgeving............................................................................8
5.4 de micro-omgeving.............................................................................9
H6 Strategie...............................................................................................10
6.1 Het vinden van de juiste markt.........................................................10
6.2 strategieontwikkeling........................................................................10
6.3 Strategie – implementatie.................................................................11
H7 het salesplan........................................................................................11
7.2 de interne verkoopcyclus..................................................................11
H8 Consumentengedrag............................................................................13
8.1 Interpersoonlijke factoren.................................................................14
8.2 intra persoonlijke factoren................................................................14
8.3 levensstijlen......................................................................................16
H9 Verkoopkosten......................................................................................18
9.1 Prijs & winstmarge............................................................................18
9.2 Conversie en omgekeerde conversie................................................18
9.3 Winst en rendementsberekening......................................................19
9.4 Rendementsberekeningen................................................................19
9.5 Break-even berekeningen.................................................................19
9.6 de kosten van acties.........................................................................20
H10 Service................................................................................................20
10.2 Serviceverlening.............................................................................21
, 10.3 Soorten service...............................................................................21
10.4 Verschillende servicekanalen..........................................................21
H11 klachtenmanagement.........................................................................22
11.2 klachtenafhandeling in 5 stappen...................................................23
H12 Customer Relationship Management..................................................23
12.2 Het verkoopplanningsproces...........................................................24
12.4 Hoe voer je CRM nou correct uit?...................................................24
H13 Kanaalmanagement............................................................................25
13.1 Omni channel sales.........................................................................26
13.2 vormen van direct marketing..........................................................26
H2 Sales skills
2.5 sales skills in actie
Interne voorbereiding van de salesprofessional met de 5 p’s
1. Product: hij neemt testers, samples of accessoires mee
2. Prijs: prijslijst, kortingen en rekentools om de prijs te bepalen etc.
3. Plaats: overzicht van levertijden, bestelformulieren enz.
4. Promotie: brochures en folders over eigen bedrijf.
5. Presentatie: de juiste outfit, stopdras, visitekaartjes, nette schoenen
